Senior Manager, Solutions Engineering – Commercial, Site Security

Skydio

1d•$215,000 - $270,000•Remote

About The Position

Skydio is seeking a Solutions Engineering leader for its rapidly growing site security segment. This role will lead quota-carrying Solutions Engineers focused on site security customers, partnering with Account Executives and a Site Security Solutions Specialist. The leader will be responsible for the team's performance against quota, the technical sales motion, and people management. The goal is to build a consistently winning team that forecasts accurately and scales with the segment, supporting customers from initial site implementation to fleet-wide security programs. This is a remote role requiring up to 60% travel to support customer engagements, POCs, site assessments, team field activities, and company events. The role reports to the Director, Solutions Engineering – Commercial.

Requirements

Prior experience as a Solutions Engineer, Solutions Architect, Solutions Specialist, or equivalent technical pre-sales role in physical security, video surveillance, or critical infrastructure protection.
Deep working knowledge of the physical security technology stack, including VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics.
Clear-eyed understanding of AI and computer vision capability boundaries in a security context, and the ability to have an honest technical conversation about detection and classification capabilities.
Experience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations.
Comfort with enterprise security review processes, including InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment constraints.
Excellent written and verbal communication skills, with the ability to present to diverse audiences.
Demonstrated people leadership skills: hiring, coaching, performance management, and establishing process in an ambiguous, fast-moving segment.
Willingness to lead by example and do whatever is needed to resolve customer situations.
FAA Part 107 Certificate, or the ability to obtain one within 60 days of hire.
Ability to travel up to 60% to support customer engagements, team field activities, and company events.
Ability to lift up to 60 lbs unaided.
Ability to pass customer-required background screening for access to secure facilities.

Nice To Haves

Direct domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security.
Experience leading a specialist, overlay, or center-of-excellence team.
Track record of knowledge transfer through building enablement, documentation, or certification programs.
Direct experience in data center security, corrections, or military installation security.
Familiarity with counter-UAS and airspace deconfliction considerations.
Working knowledge of Salesforce, Jira, Databricks, or equivalents.
Track record of building and scaling a technical team through a period of rapid growth.

Responsibilities

Lead, hire, develop, and retain a team of quota-carrying Site Security Solutions Engineers and a Site Security Solutions Specialist, owning their ramp, enablement, and career progression.
Scale the team ahead of segment growth by planning headcount against pipeline and approved AE-to-SE coverage ratios, and building a hiring profile for security-fluent technical sellers.
Own team performance against quota, running regular pipeline and deal reviews, coaching on security-focused discovery, solution design, demos, and trial execution, and maintaining a high technical win rate.
Manage territory and account alignment between SEs and Account Executives, balancing workload for strong coverage as demand increases.
Define the engagement model with the Specialist, including when to involve them, how to brief them, and how work hands back to the account SE.
Develop team members' careers, including career paths, promotion cases, and succession planning.
Partner with security sales leadership on forecasting, deal strategy, and pipeline health, owning the technical forecast and identifying risks early.
Engage personally on strategic and category-defining pursuits where leadership involvement is critical without becoming a bottleneck.
Establish a repeatable technical sales motion for priority sub-segments (data centers, departments of corrections, military installations) and extend it to other areas.
Drive expansion by ensuring trials convert and initial deployments grow into multi-site and fleet-wide programs, in partnership with Deployment Engineering and the Launch Team.
Support executive briefings, customer summits, and content creation alongside Marketing and Product.
Build and maintain Skydio's security technical playbook, including patrol and detection zone design patterns, response concepts, operator handoff procedures, and reference architectures.
Define standards for site assessment, RF and site-readiness planning, dock siting, and installation scoping to ensure consistency.
Equip the team to handle integration conversations with VMS, access control, and third-party platforms, and guide enterprise security reviews and InfoSec questionnaires.
Build scalable technical assets like reference architectures, demo environments, and playbooks to shorten ramp time for new Site Security SEs.
Translate field requirements into PRDs and structured product input, focusing on AI and computer vision capability gaps.
Aggregate feedback across the team's deals to provide Product with a clear, prioritized view of customer needs.
Maintain first-hand product knowledge through frequent hands-on use.